Today procurement departments are dealing with all manner of tangible and intangible products. How can they adopt behaviours more appropriate for the needs of contemporary negotiation? We find out.
In part 2 of this report Ian Newall examines a group of behaviours that we at Huthwaite have termed ‘Low Reacting’. Our research has demonstrated that sellers are usually rattled when facing a Low Reactor.
You may find the title of this article intriguing. What connection could there be between Jennifer Aniston, star of the hit television series Friends and collective bargaining?
Negotiation is a topic that is guaranteed to raise emotions. What is the best way to deal with emotions in negotiations?